CUSTOMER GROWTH STORY

How Onna Decreased the Time to Create Order Forms by 92%

Learn how Onna decreased the time to create and approve NDAs by 92%.

Customer highlight

kevin_onna-39450d68ba02dcbfc5048ca89c0bcc99

Sales Ops Manager @ Onna

Kevin Wisniewski

Kevin Wisniewski is the Sales Operations Manager at Onna, a data integration platform that enables companies to integrate their workplace knowledge-based apps together into one system.

When we looked at RevOps, it checked off all the boxes of what we were looking for. It was really refreshing to see a tool that was exactly what we needed.

The Challenge

The sales organization at Muck Rack was growing, but its existing processes were not scalable. Due to manual errors that needed to be corrected on deals, the Deal Desk team was spending 2-3 hours a day cross-checking deals to see if they had errors. 

Muck Rack needed a solution to help them scale their sales organization while working within their existing tech stack, including HubSpot CRM.

What Onna Did

  • Built templates in RevOps for all agreements, including contracts, MSAs, and NDAs.
  • Integrated RevOps with HubSpot to create a single source of truth for reps to work out of.
  • Synced RevOps data with custom fields in HubSpot. 
  • Created a collaborative approval process and an audit trail of changes made on an agreement. 

🎉 The Result

Within a month, reps were in RevOps on their own creating NDAs. With RevOps, Onna was now able to decrease the time of generating and approving NDAs by 92%.

The RevOps team has been amazing during the implementation process.

What was Onna's Quote-to-Cash process like before RevOps?

I joined Onna 2 years ago.

We had no tools in place for our Quote-to-Cash; we had only recently started using Salesforce.

Essentially, we were starting from scratch.

About a year and a half ago, when deal volume really started picking up, we realized need a CPQ-type tool to allow reps to generate their quotes, order forms, NDAs, MSAs, etc., while we built out a proper Deal Desk process.

I vetted a bunch of tools and picked one. However, the implementation was rough. We had that tool for a year, and, in that time, I don't think I ever got our reps in the platform because implementation and setup were so difficult.

The product was not what it was sold to be. There was a lot of frustration in that year and a lot of wasted time.

That's when I first came across RevOps.

What are the benefits you've seen from RevOps

When considering various tools, we judged them against a checklist of requirements:

  • Guided workflows to enable reps to generate documents on their own.
  • Dynamic document creation based on pre-approved legal language.
  • Ability to redline outside of the platform while still being able to leverage eSignature functionality in the platform.
  • Ability to create approval workflows across multiple teams.
  • Salesforce integration.
  • Basic document formatting capabilities.
  • Ease of use for admins and end-users.

When we looked at RevOps, it checked off all the boxes of what we were looking for. It was really refreshing to see a tool that was exactly what we needed.

I particularly liked how intuitive the setup was. The RevOps team has been amazing during the implementation process.

I always bring reps in when we implement because they use it the most. There was a light bulb moment for our AEs, in which they said, "This is all I have to do? This is so easy."

How is Onna using RevOps currently?

We plan to role RevOps out for all documentation: MSAs, NDAs, Order Forms. Our initial use-case was for NDAs. Within a month, we had it all set up, and our reps were in the platform.

Compared to our experience with the tool we used previously, this was a night and day value add.

What are some of the results you've seen since implementation?

Our biggest ROI is that, within a month, our reps were inside RevOps and using it on their own; they just picked up right away. We've saved an incredible amount of time on approvals for sales agreements.

Previously, it took us about an hour to generate an NDA and have it approved. It now takes around 5 seconds with RevOps.

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